No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

No More Cold Calling

APRIL 3, 2020

We see deals in our sales pipeline postponed or disappearing. Sales leaders: Lead generation must be your primary focus. The companies that are readiest to act on solid information are primed to shoot ahead of the business cycle.”. What do businesses typically do when clients stop buying and the sales pipeline dries up?

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Understanding the Sales Force

SEPTEMBER 27, 2022

I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information! A client was having great success using OMG (Objective Management Group) to assess their sales candidates and they assumed the sales candidate assessment was the only thing OMG offered.

Software 272

Software Software Follow-up Groups 272

Sales and Marketing Management

JULY 7, 2020

With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high. How to start applying this to your sales team. Defining the unexpected reward.

Incentives 394

Incentives Incentive Motivation ACT 394

No More Cold Calling

FEBRUARY 21, 2019

What do you remember from your last training? I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. And sales organizations don’t have either to spare. We retrieve information when we’re quizzed, and that retrieval interrupts forgetting.

Cold Calling 308

Cold Calling Training Research Study 308

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers.

Training 116

Training Hiring How To Proposal 116

Steven Rosen

MARCH 23, 2022

Sales coaching is the No. 1 management activity that drives sales performance. Coaching is a skill that takes time to perfect, and unless expertly coached or trained, managers can make all types of blunders. Do You Want To Increase Sales Performance? ” As a sales manager , you probably were a top sales rep.

Coaching 292

Coaching Sales Management Face-to-face Sports 292

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Sales 2.0

OCTOBER 9, 2020

OK, maybe keep it a secret between us for now, but when you kill your sales quota and everyone starts calling you a Rockstar, you may want to let on (in the right circumstances). Train Your team. Your team does need training. You need to train them. I can’t go spending money like this.”. Build Your team.

Account 385

Account Scale Social Media Small Business 385

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So And he would not give me any of his contact information.”. And he would not give me any of his contact information.”.

Hiring 264

Hiring How To Inbound Outbound 264

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” They know that unless they get these “tough” questions answered, there is no way to move the sale forward.

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Steven Rosen

FEBRUARY 11, 2020

Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? Most sales managers lack the skills, tools and methodology to effectively coach their team so the reps just try to ‘wing it’ as best they can.

Sales Coaching 322

Sales Coaching Coaching Maximizer Selling Skills 322

Mr. Inside Sales

JULY 30, 2021

Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2 2 “You know, I’ve given you a lot of information, do you mind if I ask you what you think so far?”. #3

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Steven Rosen

MAY 24, 2024

In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh , VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning.

Company 296

Company Sales Leadership Retention Loyalty 296

Anthony Cole Training

NOVEMBER 22, 2024

Many companies monitor their pipeline opportunities with the use of a CRM in order to have information about the opportunities being created by the sales team. Companies want to know:

Sales Process 224

Sales Process CRM Pipeline Opportunity 224

Mr. Inside Sales

JANUARY 19, 2024

I don’t know why sales reps still have trouble handing this typical blow off. So let me email you some information so you’ll have it in case you need it. The next time you get this objection, use the script above and watch how much more effective you become as a sales rep. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 273

Face-to-face Gatekeeper How To Licensing 273

Sales and Marketing Management

MAY 27, 2019

But the most important audience you have isn’t potential partners or customers – it’s the folks on your sales team. If your sales team doesn’t buy into your marketing, its members will struggle to sell, and business will falter. So how can you create that genuine bond between sales and marketing teams? Start from the top.

Marketing 302

Marketing Collateral InsideView Competition 302

Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. Best practices in sales, such as defining an ideal client profile, can also be applied in the hiring process.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Mr. Inside Sales

MARCH 17, 2024

Take their email down and then email them your information right now.] What I’d like to do right now is take a minute to get an idea of what’s important to you, and then I can direct you to that part of the information when you get around to it. ON DEMAND SALES TRAINING THAT GETS RESULTS! Okay, it’s on the way to you.

Face-to-face 243

Face-to-face Sales Qualified Lead How To Gatekeeper 243

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. A referral is the best way to get a meeting with the decision maker.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Mr. Inside Sales

MAY 15, 2020

2) To nominate for the AA-ISP Top 25 Most Influential Inside Sales Professionals, please go here: [link]. Here is the information you’ll need to nominate me : Choose: “Sales Leader/Executive” in the middle from 3 options on the bottom. Company: Mr. Inside Sales. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 268

Face-to-face Gatekeeper Licensing Decision Maker 268

Smooth Sale

SEPTEMBER 11, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Training Programs to Empower Employees and Business Growth In today’s dynamic business environment, investing in employee training isn’t just a luxury—it’s a necessity.

Training 106

Training Lead Rank Hiring Lead Scoring 106

Janek Performance Group

OCTOBER 16, 2024

However, as a sales organization, we know time is fleeting. One of the most effective ways to ensure your team’s success is investing in training and development. In fact, Qwilr notes the following sales training statistics : Today, 70% of sellers lack formal training. The average ROI of sales training is 353%.

Training 62

Training Webinar Metrics ROI Objections 62

Mr. Inside Sales

JANUARY 22, 2021

How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. Here’s the solution: Make a list of three crucial questions to ask during each part of your sales process. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 287

Face-to-face Gatekeeper Licensing Decision Maker 287

Sales and Marketing Management

FEBRUARY 12, 2020

Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Customers have more power and more information than ever?—?they Revenue teams – Companies will move beyond simply aligning sales and marketing toward revenue teams?—?super they know what they want.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Steven Rosen

APRIL 4, 2022

In the pre-COVID days, sales managers would ride along with a sales rep for the day. They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills. From being on the road to working from home.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. A Lack of Training. They learned to use the software better.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Mr. Inside Sales

NOVEMBER 5, 2021

The best (and most affordable) on-demand inside sales training program? There is a wealth of information on how to sell over the phone better, easier, and more effectively. Feel free to forward this email to everyone on your inside sales team. ON DEMAND SALES TRAINING THAT GETS RESULTS! Click here.

Resources 242

Resources Face-to-face Gatekeeper Inside Sales 242